Question 1

Which of the following is not a behavioral measure in international sales management evaluation?

Accepted Answer

A)  The number of sales reports written 
B)  The number of sales contracts written 
C)  The number of sales prospects reviewed 
D)  The number of satisfied customers 
E)  The number of follow-up phone calls made 
A)  The number of sales reports written 
B)  The number of sales contracts written 
C)  The number of sales prospects reviewed 
D)  The number of satisfied customers 
E)  The number of follow-up phone calls made

Question 2

The international business-to-business selling process begins with prospecting and ends with closing a sale.

Accepted Answer

A) True 
 B)False

Question 3

What type of salespeople is in great demand in international selling?

Accepted Answer

A)  High context 
B)  Low context 
C)  Multilingual 
D)  Cross-cultural 
E)  Less experienced 
A)  High context 
B)  Low context 
C)  Multilingual 
D)  Cross-cultural 
E)  Less experienced

Question 4

When an international salesperson warns a customer about high demand and product availability,he or she is using what type of close?

Accepted Answer

A)  Assumptive 
B)  Choice 
C)  Continual yes 
D)  Balance sheet 
E)  Act fast 
A)  Assumptive 
B)  Choice 
C)  Continual yes 
D)  Balance sheet 
E)  Act fast

Question 5

Which compensation system establishes a base and then provides incentives for additional sales?

Accepted Answer

A)  Salary 
B)  Salary plus commission 
C)  Commission only 
D)  Bonus 
E)  Bonus plus draw 
A)  Salary 
B)  Salary plus commission 
C)  Commission only 
D)  Bonus 
E)  Bonus plus draw

Question 6

Employees view managers more as peers and less as bosses in which type of culture?

Accepted Answer

A)  Low power distance 
B)  High power distance 
C)  Low context 
D)  High context 
E)  Individualistic 
A)  Low power distance 
B)  High power distance 
C)  Low context 
D)  High context 
E)  Individualistic

Question 7

Head-on,indirect denial,and compensation are all methods of overcoming objections in international selling.

Accepted Answer

A) True 
 B)False

Question 8

To ask "How many units will you be ordering today?" is to use what type of close?

Accepted Answer

A)  Assumptive 
B)  Choice 
C)  Continual yes 
D)  Balance sheet 
E)  Act fast 
A)  Assumptive 
B)  Choice 
C)  Continual yes 
D)  Balance sheet 
E)  Act fast

Question 9

Which of the following is neither from the company's home country nor the host country?

Accepted Answer

A)  Expatriate 
B)  Home-country salesperson 
C)  Third-country salesperson 
D)  Host-country salesperson 
E)  Third-region salesperson 
A)  Expatriate 
B)  Home-country salesperson 
C)  Third-country salesperson 
D)  Host-country salesperson 
E)  Third-region salesperson

Question 10

Face-to-face interactions occur in what is referred to as social space.

Accepted Answer

A) True 
 B)False

Question 11

In which of the following cultures is nonverbal communication important and people tend to be heavily influenced by the backgrounds of communicators?

Accepted Answer

A)  Low context 
B)  High context 
C)  Collectivist 
D)  Individualistic 
E)  Derived 
A)  Low context 
B)  High context 
C)  Collectivist 
D)  Individualistic 
E)  Derived

Question 12

A home-country national salesperson is a native from the home country of the company and has been assigned to a foreign market.

Accepted Answer

A) True 
 B)False

Question 13

International salespeople must pay close attention to the use of language,slang,and colloquialism.

Accepted Answer

A) True 
 B)False

Question 14

The complex nature of international selling and the increased demand for high-quality customer service has led to an increase in the use of what type of selling?

Accepted Answer

A)  Virtual selling 
B)  Internet selling 
C)  Direct selling 
D)  Sales teams 
E)  Market specific 
A)  Virtual selling 
B)  Internet selling 
C)  Direct selling 
D)  Sales teams 
E)  Market specific

Question 15

Where would the status of a salesperson relative to the customer be most relevant?

Accepted Answer

A)  Low-context culture 
B)  High-context culture 
C)  Collectivist culture 
D)  Individualistic culture 
E)  Open culture 
A)  Low-context culture 
B)  High-context culture 
C)  Collectivist culture 
D)  Individualistic culture 
E)  Open culture

Question 16

Which of the following normally serves as both a salesperson and a cashier?

Accepted Answer

A)  Order taker 
B)  Order getter 
C)  Field salesperson 
D)  Service salesperson 
E)  Market salesperson 
A)  Order taker 
B)  Order getter 
C)  Field salesperson 
D)  Service salesperson 
E)  Market salesperson

Question 17

What is the term used to describe an amount paid about salary when a salesperson exceeds a targeted sales volume?

Accepted Answer

A)  Commission 
B)  Bonus 
C)  Draw 
D)  Advance 
E)  Quota 
A)  Commission 
B)  Bonus 
C)  Draw 
D)  Advance 
E)  Quota

Question 18

A salesperson operating in low-context cultures tends to be fairly direct and informal.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following includes monetary compensation,awards,and companywide recognition by managers in meetings?

Accepted Answer

A)  Intrinsic motivators 
B)  Extrinsic motivators 
C)  Compensation packages 
D)  Behavioral awards 
E)  Market rewards 
A)  Intrinsic motivators 
B)  Extrinsic motivators 
C)  Compensation packages 
D)  Behavioral awards 
E)  Market rewards

Question 20

"Golden fetters" is a term sometimes used to describe which of the following?

Accepted Answer

A)  Trade promotions 
B)  Salary systems 
C)  Evaluation systems 
D)  Pension plans 
E)  Draw accounts 
A)  Trade promotions 
B)  Salary systems 
C)  Evaluation systems 
D)  Pension plans 
E)  Draw accounts

Which of the following is not a behavioral measure in international sales management evaluation?

The international business-to-business selling process begins with prospecting and ends with closing a sale.

What type of salespeople is in great demand in international selling?

When an international salesperson warns a customer about high demand and product availability,he or she is using what type of close?

Which compensation system establishes a base and then provides incentives for additional sales?

Employees view managers more as peers and less as bosses in which type of culture?

Head-on,indirect denial,and compensation are all methods of overcoming objections in international selling.

To ask "How many units will you be ordering today?" is to use what type of close?

Which of the following is neither from the company's home country nor the host country?

Face-to-face interactions occur in what is referred to as social space.

In which of the following cultures is nonverbal communication important and people tend to be heavily influenced by the backgrounds of communicators?

A home-country national salesperson is a native from the home country of the company and has been assigned to a foreign market.

International salespeople must pay close attention to the use of language,slang,and colloquialism.

The complex nature of international selling and the increased demand for high-quality customer service has led to an increase in the use of what type of selling?

Where would the status of a salesperson relative to the customer be most relevant?

Which of the following normally serves as both a salesperson and a cashier?

What is the term used to describe an amount paid about salary when a salesperson exceeds a targeted sales volume?

A salesperson operating in low-context cultures tends to be fairly direct and informal.

Which of the following includes monetary compensation,awards,and companywide recognition by managers in meetings?

"Golden fetters" is a term sometimes used to describe which of the following?

Introduction to International Marketing

Culture and Cross-Cultural Marketing

Global Trade and Integration

Country Selection and Entry Strategies

International Marketing Planning Organization and Control

Markets and Segmentation in an International Context

International Positioning

Market Research in the International Environment

International Product and Brand Marketing

International Product Standardization and Adaptation

International Pricing

International Finance and Pricing Implications

International Marketing Channel Management

International Distribution: Exporting and Retailing

International Sales Promotions and Public Relations

Filters

Exam 15: Globally Integrated Marketing Communications

Which of the following is not a behavioral measure in international sales management evaluation?

The international business-to-business selling process begins with prospecting and ends with closing a sale.

What type of salespeople is in great demand in international selling?

When an international salesperson warns a customer about high demand and product availability,he or she is using what type of close?

Which compensation system establishes a base and then provides incentives for additional sales?

Employees view managers more as peers and less as bosses in which type of culture?

Head-on,indirect denial,and compensation are all methods of overcoming objections in international selling.

To ask "How many units will you be ordering today?" is to use what type of close?

Which of the following is neither from the company's home country nor the host country?

Face-to-face interactions occur in what is referred to as social space.

In which of the following cultures is nonverbal communication important and people tend to be heavily influenced by the backgrounds of communicators?

A home-country national salesperson is a native from the home country of the company and has been assigned to a foreign market.

International salespeople must pay close attention to the use of language,slang,and colloquialism.

The complex nature of international selling and the increased demand for high-quality customer service has led to an increase in the use of what type of selling?

Where would the status of a salesperson relative to the customer be most relevant?

Which of the following normally serves as both a salesperson and a cashier?

What is the term used to describe an amount paid about salary when a salesperson exceeds a targeted sales volume?

A salesperson operating in low-context cultures tends to be fairly direct and informal.

Which of the following includes monetary compensation,awards,and companywide recognition by managers in meetings?

"Golden fetters" is a term sometimes used to describe which of the following?

Introduction to International Marketing

Culture and Cross-Cultural Marketing

Global Trade and Integration

Country Selection and Entry Strategies

International Marketing Planning Organization and Control

Markets and Segmentation in an International Context

International Positioning

Market Research in the International Environment

International Product and Brand Marketing

International Product Standardization and Adaptation

International Pricing

International Finance and Pricing Implications

International Marketing Channel Management

International Distribution: Exporting and Retailing

International Sales Promotions and Public Relations

Filters